MICHAEL L. OCHSENBEIN

Transcription

1 MICHAEL L. OCHSENBEIN Home: (330) Sussex Road Mobile: (330) Hudson, Ohio OBJECTIVE A position which requires the utilization of experienced leadership skills in the sales, management, training, and mentoring duties in the industrial controls and automation field. Plus, requiring advanced technical and personal skills to strategically select and implement valid solutions incorporating the correct combination of components, products and services to maximize the best overall value and costs to the customer s organization. SUMMARY Ten years as an Outside Application Sales Engineer, fifteen years as a Controls Engineer, three years as a technical trainer and six years as an electronic technician. Fifteen years experience implementing IEC programming (CoDeSys, Moeller, Omron, Rockwell- RSLogix5000, Yaskawa) Have successfully developed and implemented tactical and strategic sales plans for targeting potential prospects and then acquiring them as new customers and expanding sales at current customers while at Moeller, ICDM, and Comptrol. Six years as the Regional Automation Specialist/Sales Engineer for Moeller Electric in the Midwest Region which required the development of a total sales solution package integrating the full Moeller product offering. This position included the selecting, recruiting, sales and technical training of automation distributors, integrators and reps, along with training, monitoring and guiding company sales engineers in the Midwest Region while exceeding corporate sales goals. Responsible for conducting both independent and joint sales calls with Moeller Sales Engineers, distributor sales engineers, and integrators which led to new customers and expanded sales to established customers. Designing control systems and implementing them to final commissioning and acceptance by the customer using PLCs, HMIs, Drives, Steppers, Servos and Electro-mechanical components from the following manufacturers: Eaton, Moeller Electric, Micro-Innovation, Rockwell (Allen-Bradley), GE, Reliance, Omron, Square-D, Hitachi, Lenze, Emerson, Control Techniques, AC-Tech, Baldor, Trio, Pac-Sci, Proface, Nematron, Xycom, Yaskawa, Warner and Superior Electric. Six years as the lead Moeller Automation specialist for the Moeller distributor ICDM.

2 CAPABILITIES Develop sales, marketing, and business plans that lead to success in designated territories and industries Evaluating automation component and total integration sales potential of current and prospective customers Project management from initial proposal to implementation and final acceptance Tutoring salesman and technical support personnel in the automation sales process for conversion of customers from the competitions products and services Generate and maintain accurate forecasts and records on monthly, quarterly and yearly basis which includes accurate forecasts and records concerning prospecting, training, and sales Develop individual sales plans for acquiring new and expanded sales at current and prospective customers Project management from initial customer contact, proposal, negotiation and final acceptance Consultative selling using Strategic and Spin Selling techniques Cold calling, direct marketing, customer service and negotiating skills Knack for developing rapport within all levels of a customer's organization Experienced in the use of MS Office, CRM packages, and the Internet Design and deliver effective technical, sales and training presentations Market investigation to properly identify and evaluate prospects and customers and their potential Independently sell, manage, conceive, design, program, document and implement automated systems Design and deliver effective training presentations for automated systems and components for engineers, maintenance and supervisory personnel. ACHIEVEMENTS Expanded sales from $328,000 to $1,952,000 in area of responsibility for Moeller Electric with minimum technical support and corporate marketing in three years Generated successful proposals (orders received) to OEMs and end-users Researched, selected, recruited and trained automation distributors and integrators Managed the development of eleven automation distributors and their continuous growth in sales Identified, sold and managed the upgrade of six process lines at two MacMillan Bloedel plants which incorporated the coordination of Servos, HMIs, AC Vector Drives as the main components (Ohio and Arkansas) Sold a Press Stacker upgrade, a coil car upgrade, and a conveyor upgrade at a Ford Stamping Plant Sold, engineered, and implemented a steel coil leveler/ shearer upgrade at Welded Ring

3 Placed Moeller PLCs (pre-eaton) into an Eaton Plant while working with an Integrator Designed and implemented a PLC and HMI control system for food processing Designed and implemented the control networks for a Hot Strip Mill and Z-Mill Generated both technical and sales training for both internal and external personnel Developed and executed control program for Pultrusion machines using CoDeSys Developed and executed control program for tension levelers using GE, AB and Reliance based PLCs. Standardized electrical design and BOM for tire test equipment Generated technical training program for Supervisors, Electrical and Mechanical Maintenance and Operators for a Hot Strip Mill Upgrade at LTV Steel Generated proposals incorporating detailed specifications for electrical control hardware, software and manpower. Converted three OEMs to Moeller/Micro Innovation total solution package from competitors while at ICDM, which included conversion from Automation Direct and Delta Electronics to CoDeSys based controls Maintained Moeller support for end-users of automation products outside ICDM distribution territory WORK HISTORY Nordson Corporation, 05/15 to 04/16 Controls Engineer in Automotive Cold Material Group Modify and release Drawings and Bill of Materials upon receipt of customer Control Requests to meet their local rules and regulations on a global basis. Take the lead in decreasing out the door costs on present and future products. Automated Manufacturing Solutions, 12/12 to 01/15 Automation / Controls Engineer Designed and implemented new electrical designs and retrofits on welding, assembly, and robotic machinery using Eaton, AB, Omron, Proface and Maple Systems components. This includes designing and programming a CompactLogix Safety PLC System over EthernetIP with 16 safety nodes incorporating access doors, drives, safety switches, light curtains, manual controls, and interfacing with a laser welder, a Motoman robot welder and a Mitsubishi PLC/Motion controller. Industrial Control Design & Maintenance, 8/06 to 10/12 Outside Application / Sales Engineer Sold, designed and implemented controls systems comprised of PLCs, HMIs, Servos, Temperature controllers, hydraulics, and AC and DC Drives. This has included the utilization of Ethernet and CANopen connectivity as the backbone for communications.

4 Designed and programmed systems for OEMS utilizing PLCs, HMIs and Servos from Moeller, Micro Innovation, Eaton Electric, Automation Direct, Delta Computer, Delta Electronics, Telemechanique, Proface, GE, Baldor, Lenze, Trio, and Yaskawa. Also, sold and supported distributors, integrators, OEMs and end-users nationally and internationally for Moeller and Micro Innovation automation products (Michigan, Kentucky, Indiana, California, and Canada). Moeller Electric Corp., 12/99 to 12/05 Regional Automation Specialist / Sales Engineer Designed and implemented the sales process for all automation components in my territory for Programmable Relays, PLCs, HMIs, Distributed I/O, AC Drives, and electronic motor monitoring equipment. This included both component and sales training of company salesmen (19), distributors (13) and integrators (2) salesmen and engineers. Guided and supported sales engineers, district and regional managers in the automation sales effort through twenty distributors and integrators. Accountable for the automation sales numbers in the Midwest Region (Directly: Michigan, Ohio, Indiana, Northern Kentucky, West Virginia, Western Pennsylvania, and Upstate New York; Indirectly: Illinois, Wisconsin, Minnesota, Iowa, Eastern Missouri, North and South Dakota) COMPTROL INC. Outside Application/Sales Engineer While increasing own sales territory covering multiple counties, assisted six salesmen in the selection and utilization of industrial electronic, electrical and electro-mechanical components from both distribution suppliers (Warner Electric, Emerson EMC, Cutler-Hammer, Phoenix Contact, etc.) and Comptrol manufactured components (positioners, ball-screw assemblies, etc.) Designed and implemented training programs for customers in the use of stepper and servo systems, the proper design and programming of operator interfaces, and how to cost justify the selection of new technology. Also designed, sold and implemented startup to acceptance complete control systems to meet customer automation requirements. Electronic Technician U.S. Air Force, Honorable Discharge EDUCATION University of Akron: Graduate work in Computer Science and Technical Education 1982 Kent State University: Course work in Vocational Education 1982 University of Akron: B.S. Electronic Technology (cum laude) 1981 University of Akron: A.A.S. Instrumentation Technology (with distinction)

5 TRAINING Dale Carnegie Twelve Week Sales Courses Dale Carnegie Course in Effective Speaking and Human Relations Factory training for: EATON CoDeSys and SmartWire-DT, Moeller Electric PLCs, HMIs, distributed I/O; TCP HMIs; Pac-Sci Steppers and Servos; Cutler-Hammer Drives and IDT HMIs; Warner Electric Drives, Servos, clutches and brakes, positioners and ballscrews; Reliance Electric Automax PLC and drives; Phoenix Contact's full line of products (Terminal Blocks, signal conditioners, Trabtech, InterbusS)